4 Social Age Selling Skills

I don’t consider myself old, but I am starting to waver on that belief after reading this Selling Power article.  I started selling back in the days before cell phones and Internet, when the fax machine was viewed as such a timesaver.  Frightening by today’s standards. The article identifies 4 selling skills you need in today’s socially-connected world.  Here are the first 3: Social Listening Social Researching Social Networking Those 3 are critical and hopefully most salespeople are aware of these needed skills.  However, the 4th point is most interesting: 4. Social Engaging This is the newest skill for sellers.  Consequently, it holds the biggest competitive advantage for sellers who… Read More

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The Illegality Of Facebook Due Diligence

Well, there isn’t any precedence yet, according to this StarTribune article.  Clearly the proper use of social networking sites during background checks for candidates is going to be a tremendously important legal topic soon.  This topic has been percolating for some time.  The article references an obvious starting point: “We can suggest to employers that they include in their application process some statement that says ‘we do reference checking including use of information in the public domain’ and to make it broad enough that if they discover something online it’s fair game,” Ridley said. I have always been one to note that the Internet IS a public domain so anything… Read More

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The Future Of Social Networking

The Herman Trend Alert’s topic this week is the future of social networking.  An excerpt for you (my bolding): “Social networking is in its infancy”, says David Nour, Relationship Economics CEO and Web 2.0 guru. “We’re on the upward swing of the hype cycle”. Lots of people are discovering the power of Social Networking and investing their time and energy to make it work for them. “The real power and promise of Social Networking is a mass collaboration platform, accelerating one’s ability to get things done”, adds Nour. Enlightened individuals are shifting from “not invented here” to “invented everywhere.” It gives us the opportunity to extend our reach beyond any… Read More

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LinkedIn Registrations Booming

Seems like LinkedIn is benefiting from the recent financial industries crisis.  According to a post at Cheezhead they have had significant increases in registrations and in recommendations: The site has reported a 17 percent increase in registrations in the last two weeks. They are now claiming to reach 28 million users, up one million from last quarter. Reports show that memberships from people representing the financial sector have also doubled after thousands of people have been laid off or threatened with termination as closures and mergers usurp industry leaders and rattle the core of the sector. The site also claims to have seen a 14 percent increase in recommendations, most… Read More

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Social Network Sleuthing

Let me state my position – I believe employers should research all sites when considering a candidate for hire.  That includes social-networking sites.  I know there are arguments for both sides of this new debate and I am not completely sold on my position.  However, it appears that the trend among hiring managers is to use these sites in their hiring process: The study, reported by Reuters, found that out of 3,169 hiring managers, 22 percent of them (about 698 managers) used social networking sites to find out information regarding potential candidates. This is up from 11 percent, or 349 managers, since 2006. Even though 22 percent may not seem… Read More

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Building Rapport

Saleshq.com provides a simple list of suggestions for building rapport and connecting with others at networking events.  I’m not certain the list is all that remarkable, but I was struck by a couple of tips: 5. Show interest in your conversational partner by actively listening and giving verbal feedback. Maintain eye contact. Never glance around the room while they are talking to you. 6. Listen more than you talk. Clearly you have to talk to build rapport, but the actual bonding occurs when your mouth is closed.  I especially enjoyed the suggestion to “never” look around the room when someone is speaking to you.  I have a friend who does… Read More

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The Best Social Networking – In-Person

I don’t think this is a big surprise, but in-person networking is the most important.  From the Career News newsletter (sorry, no link): While the execs expected the importance of online networking to grow from 24% now to 38% in two years’ time, that’s still less important than developing personal contacts (81%), contacting recruiters (63%) or using job boards (51%). Some 93% of the senior executives surveyed said putting time into developing their ‘personal brand’ was a wise career move. While some three-quarters said this was best done offline, two-thirds said they do use social networking sites to look good. Commenting on the findings, Carol Rosati, director at Harvey Nash,… Read More

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Cyberslamming And Social Network Checks

Using social networks like Myspace and Facebook as part of a background check currently falls into a legal grey area.  Apparently this activity is lacking any precedence in the judicial system which means it is risky.  I’m not naive, I suspect most companies Google candidates to see what they discover. Recruiting Trends provides an article that describes one area where trouble may arise: There are anecdotes on the Internet of false postings under another person’s name – a sort of “cyber identity theft.” If anonymous information is posted, such as in a chat room, there is the new phenomena of Cyperslamming (sic), where a person can commit defamation without anyone… Read More

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Employment Branding

We work under a premise that my father is fond of saying, “They typically don’t need longer to say yes.”  This is a truth of life that plays out time and again.  There is one group of people that truly understands this principle…candidates.  If they do not receive any feedback for a disproportionate period of time, they (properly) assume they were not a fit. What I don’t understand is why recruiters and hiring managers simply don’t tell the candidate they are not a fit.  I have read many articles that discuss employment branding.  In a simple vein, it seems obvious to me that one of the best branding approaches is… Read More

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Social Network Background Checks

There has been much discussed about the use of social networking sites in doing background checks of candidates.  I’m still on the fence, but I am leaning towards using them.  Here is an actual example I heard on Friday. An owner of a medium-sized company had a problem with a previous executive assistant – let’s just say it was far too personal.  She was dismissed from the role and the company looked to hire a new assistant. The hiring process for her replacement involved the owner’s wife who was going to spend 1 hour interviewing each candidate.  Also, the new executive assistant would not be allowed on the company plane… Read More

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